Contrasting Viewpoints with Mark Hurley and Ray Sclafani

2026 is shaping up to be a transformative year for wealth management, and the next phase of the industry is already here. In this episode, Ray Sclafani and Mark Hurley break down the seismic changes advisors need to watch from consolidation and private equity pressures to AI adoption, cybersecurity risks, and shifting client expectations. They explore why the middle market is disappearing, how top firms are pulling ahead, and what it takes to stay competitive in a rapidly evolving landscape. We also highlight the key tectonic shifts reshaping wealth management in 2026, providing actionable insights for advisors looking to protect and grow their businesses in the face of disruption. Hear what’s shaking the industry and learn how to position your firm for success in 2026. Wealth Management’s Tectonic Shifts in 2026 Disappearance of the Middle Market RIAsMid-sized firms are being squeezed: too large to be tuck-ins, too small to scale.Only small “boutique” and large “scaled” firms are thriving.Mega Consolidation and M&A AccelerationRollups and mergers continue, particularly among large aggregators.PE firms are driving deals, often prioritizing fees over client value.AI and Technology RevolutionOnly firms investing in tech, data, and operating infrastructure can sustain growth.AI-enabled solutions are reshaping investment management, client engagement, and operations.Shift in Fee Models and Client ValueTraditional AUM-based fees are becoming less differentiating.Clients increasingly pay for tax efficiency, estate planning, and retirement income strategies.Advisors who clearly communicate value can raise fees.Cybersecurity and Data RiskSophisticated breaches are increasingly likely.Firms must protect client assets, personal data, and maintain regulatory compliance.Regulatory Pressure on Consolidation and Fiduciary OversightSEC and state regulators scrutinizing whether growth is sustainable or just for liquidity events.Non-competes and restrictive covenants may be challenged, especially in California.Polarization Between Winners and Everyone ElseA handful of large, well-run firms will pull away with extraordinary organic growth.Firms that fail to integrate acquisitions or innovate will struggle or be forced to sell.Private Equity Influence ContinuesMore firms will go private; IPOs are likely delayed.PE involvement amplifies growth strategies but also increases pressure on leadership and client outcomes. About Our Hosts:   Mark Hurley Mark Hurley is CEO of Digital Privacy and Protection, a cybersecurity specializing in serving clients of financial advisory firms and other professionals. Prior to that, he was CEO of Fiduciary Network, an acquirer of minority interests in RIAs. From 1998 to 2004, he was CEO of Undiscovered Managers, a mutual fund company that was sold to JP Morgan Asset Management. He began his career as an investment banker in the financial services division of Goldman Sachs, where he specialized in asset management. He is a graduate of the United States Military Academy at West Point and holds an M.B.A. from the Stanford Graduate School of Business.   To learn more about Mark Hurley and Digital Privacy and Protection visit dpripro.com   Ray Sclafani After 20 years at AllianceBernstein, Ray Sclafani founded and heads ClientWise, the premier coaching and training company exclusively serving the financial services industry. Ray’s passion for serving leaders, advisors, and companies in the financial services sector is reflected in ClientWise and its unique coaching programs and team of credentialed coaches that help advisors and companies find the next level of professional excellence and financial success with greater focus and ease.   Ray’s experience as a seasoned specialist in coaching and training in the financial sector mirrors his long and profitable history in the industry. In his 20 years at AllianceBernstein, Ray was one of the company’s top sales professionals and executive leaders. His knowledge of how to create and execute on highly successful sales plans and build long lasting client connections was later utilized as founder and Managing Director of the Advisor Institute at AllianceBernstein.   As a complement to his coaching skills, he also holds a Master’s Certification in Neuro-Linguistics from the International Association for Neuro-Linguistic Programming and has participated in The Strategic Coach® Program for 17 years.   Ray’s book, You’ve Been Framed: How to Reframe Your Wealth Management Business and Renew Client Relationships, was published by Wiley in 2015. Ray holds a BA from Baylor University. He lives in Flower Mound, Texas with his wife and true life partner, Beth. Their two sons and Beth continually inspire his work and his passion for excellence.   To learn more about Ray Sclafani and ClientWise visit www.clientwise.com